Sections of this topic
All About Consulting – Guidelines and Resources
© Copyright Carter McNamara, MBA, PhD, Authenticity Consulting, LLC
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Much of the content
of this topic came from this book: 
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Many people have the mistaken impression that consultants are people who primarily
give expert advice to solve problems for their clients. However, a much more
accurate description is given by Peter Block in his seminal book, Flawless
Consulting. Block explains that a consultant is someone in a role
to help another person, team or organization to change, but who has no authority
to make them change. Thus, a consultant can be an advisor, trainer, coach or
facilitator.
This topic provides the guidelines and resources for doing consulting.
However, you cannot develop skills in consulting, unless you actually practice
applying that new information.
Sections of This Topic Include
Internal / External Consulting
What is a Consultant, Really?
Continuum of Roles
Types of Consultants
Overall Goals of Consultants
Professionalism in Consulting
Different Approaches in Consulting
Phases in Consulting and Solving Complex Problems
Examples of Phases in Consulting and Solving Complex
Problems
How Consultants Customize Their Approaches
Example of an Approach to Consulting: Collaborative
Consulting
Resources for Externals Starting a Consulting Business
Resources for Starting a Consulting Business
– – – Are You Really an Entrepreneur?
– – – Developing Your Organization
– – – Marketing Your Services, Getting Clients
– – – Proposals and Contracts
– – – Some Challenges in a Consulting Business
Test Your Knowledge of the Field of Consulting
Take this online quiz.
Also consider
Related Library Topics
Learn More in the Library’s Blog Related to Consulting and Hiring Consultants
In addition to the articles on this current page, also see the following blog
that has posts related to Consulting and Hiring Consultants. Scan down the blog’s
page to see its various posts. Also see the section “Recent Blog Posts”
in the sidebar of the blog or click on “next” near the bottom of a
post in the blog. The blog also links to numerous free related resources.
Library’s
Consulting and Organizational Development Blog
PROFESSION OF CONSULTING
What is a Consultant, Really?
| See a video about overview of methods of advising, coaching and facilitating; which methods to use and when; when to switch methods; and major myths about consulting. From the Consultants Development Institute. |
Misunderstandings About Consultants
As mentioned above, a consultant is someone in a role to help another person,
team or organization to change, but who has no authority to make that change
happen. There are many myths and misunderstandings about consulting, the most
common of which is that consultants always provide expert advice to solve “problems”.
Actually, a consultant might use many different styles, approaches and methods,
depending on the nature of the client and focus of the consulting project.
10
Myths of Management and Organizational Consulting Part 1
10
Myths of Management and Organizational Consulting Part 2
Continuum of Roles of Consultants
Roles can range along a continuum from that of an expert who gives ongoing
advice to that of a coach or facilitator who supports a person or group with
ongoing reflective questions to bring out their own wisdom and apply it.
Thus, consultants can act in the role of (alphabetically):
- Coach – helping individuals to clarify and achieve a goal by helping
them to bring out and apply their own wisdom. - Collaborator/partner – working with another to benefit from the mutual
relationship. - Educator/trainer – helping others especially to develop new knowledge,
skills and insights. - Expert – providing specific information and expertise in specific
areas. - Facilitator – helping members of a group to clarify their desired
goals and how they want to achieve them — and then helping them to bring
out and apply their own wisdom to achieve the goals (thus, a coach who is
coaching a group also works in a very facilitative manner). - Problem solver – helping others to clarify their problems and then
helping them to “solve” them. - Researcher – collecting, organizing, analyzing and reporting information
for others.
Other roles might include analyst, synthesizer, impartial observer, critic,
friend and mentor.
NOTE: The manner in which consultants works in these roles can vary widely.
See How
Consultants Customize Their Approaches.
When
Consultants Should Facilitate, Coach or Train
Types of Consultants and Their Services
| See a video about definitions, types of consultants, primary goals of consultants, identifying real clients, and differences between internal and external consultants. From the Consultants Development Institute. |
It is useful to know the general types of consulting services because they
are often used to categorize, for example, in advertisements, catalogs of training
programs and tracking statistics about consultants. Consultants might use roles
ranging from the expert to the facilitator in any of the following categories
depending on the nature of the client and focus of the consulting project.
Types of Services
Private Practice Consultants
They focus on professional services, for example, counseling and coaching,
that include helping others with individual and professional development. They
work in a highly facilitative and collaborative manner with their clients, and
in a highly confidential relationship, as well. (The term “private”
is often used to suggest that the consultants are working as independent consultants.
However, it can also apply to the strong requirement for confidentiality in
the nature of their work.)
(Note that the above use of the terms counseling and coaching refer to services
that are delivered in a carefully designed relationship in order to accomplish
significant personal goals with the client. This is in contrast to an informal
counseling and coaching activity in which a person offers advice or thoughtful
questions in a spontaneous conversation.)
Technical Consultants
They provide highly specialized content and expertise regarding certain specific
systems and processes in the organization, for example, information technology
and business analysis. The types of services provided by these consultants are
often referred to as technical assistance.
Management Consultants
They help leaders and managers to be more productive in the practices of planning,
organizing, leading and coordinating resources in the organization. For example,
they can help with practices in strategic planning, financial management and
personnel management. They might work in an expert role while training others
about best practices and then in a facilitator role when supporting others to
apply those practices.
Organizational Development Consultants
They help organizations to improve performance in a significant portion of
the organization or in the entire organization itself. They might use a wide
variety of approaches, for example, training about best practices in accomplishing
successful change, facilitating groups of leaders to plan the change, and informal
coaching conversations to maintain momentum during the change.
Many people assert that there is a difference between the phrases “organizational
development consultants” and “Organization Development consultants.”
They would use the latter phrase to refer to consultants who consider themselves
to be working in the field of Organization
Development.
Types Can Overlap
Each type of consultant might be needed at various times in a project. For
example, an organizational development consultant might work with various groups
to identify the most important problems to address in an organization. Then
management consultants might train various managers about the best practices
needed to address the problem, for example, strategic planning, management by
objectives and supervision. Concurrently, a professional coach might coach the
chief executive officer through the challenges of dealing with a major change.
Overview
of the Field of Organization Development
Competencies
and Resources for Organizational Change Agents
Guidelines,
Methods and Resources for Organizational Change Agents
Nature of Expertise
Generalists and Specialists
Whether the consultants are generalists or specialists depends on the nature
of their services. The more specific the nature of their services, for example,
information technology or market research, the more likely they would be referred
to as specialists.
Many people would consider private practice and technical consultants to be
specialists. They have rather unique and extensive expertise, such as in medicine,
counseling and coaching — even though they can often vary widely in how they
provide their services.
Many people would consider management and organizational development consultants
to be generalists, although both types might use a mix of specialist and generalist
expertise, especially when working on complex projects.
Context of Their Services
An external consultant is not a full- or part-time employee of the client’s
organization and instead works independently to serve a number of different
clients. In contrast, an internal consultant is a part- or full-time employee
in the client’s organization. It is very useful to know the typical differences
between the two, especially in terms of how they are viewed by their clients
and the different parameters in their roles.
Internal Compared to External Consultants
Overall Goals of Professional Consultants
To know the overall, recurring goals of professional consultants, regardless
of their type, we again defer to Block. He suggests that the following goals
be primary for professional consultants, especially if they are often working
to help others accomplish significant change.
- Establish a collaborative relationship with your clients.
As a consultant, you should work with your clients as if you are peers working
as a team. Working in a collaborative fashion with your clients helps you
ensure that recommendations — generated from you and/or the client — are
accurate, that clients follow the recommendations and that they adopt the
necessary changes as needed. - Solve problems so your clients can solve them later themselves.
The approach to solving the problem in the project should always involve your
client’s learning about what is being done and why, so your client can
very likely repeat the approach as much as possible after you are gone. - Ensure equal attention to solving the problem and your relationship
with your client. The quality of the relationship between you and
your client is a reliable predictor of the quality of the outcome from the
project. Clients often judge projects, not only by their outcomes, but also
by the quality of their working relationship with the consultant.
What
Should Be Primary Goals of Consultants?
Professionalism in Consulting
Professional consultants should always adhere to certain principles and ethics
in their work, as well as continually developing themselves as individuals and
consultants. The following resources provide numerous guidelines to help you
as a professional.
| See a video about principles for successful consulting, defining “success”, principles for ethical consulting, managing risks and liabilities, and knowing when to leave. From the Consultants Development Institute. |
Are
You a Professional?
Professional
Development
Developing
Your Professional Mission and Values
Working
on Ourselves, as Consultants
Principles for Effective Consulting
How to Maintain Proper Boundaries
How to Minimize Legal Liabilities and Risks
Guide
to Ethics Management
How to Work in Multicultural Environments
DIFFERENT APPROACHES IN CONSULTING
Phases in Consulting Projects
All Consultants Follow General Phases in Their Consulting – Just Differently
All professional consultants tend to follow a general design, or framework,
in their consulting that includes a general sequence of cyclical and highly integrated phases. Phases often include, for example, a start-up or
contracting phase that clarifies the project’s goals and roles, then specifying
the actions to achieve the goals, then implementing the actions and then doing
a final project evaluation.
Very Different Styles in Going Through the Phases
However, different consultants might go through the same general phases very
differently along a continuum of styles. At one end are consultants who prefer
clearly delineated beginning and ending points for each phase, as well as specific
kinds of sequential deliverables within them. They might see themselves as leading
in all aspects of the project. Technical consultants often prefer this kind
of approach to ensure that the project activities closely conform to the steps
needed to successfully install the technical systems or practices, such as installing
computer systems and conducting market research.
At the other end, are consultants who, along with the client, co-create the
content within each phase as well as the activities within each. They might
not see themselves as working within phases, at all, but rather engaging in
a highly collaborative dialogue in which the goals, roles and actions are continually
unfolding from the relationship itself. Examples along this half of the continuum
might include coaching,
process
consultation, Dialogic
Organization Development, collaborative
consulting, whole
systems change and Theory
U.
The various styles in going through the phases depend on a variety of factors
that are explained in the next section, “How Consultants Customize Their
Approaches”.
Examples of Phases in Consulting
Five
Phases of Consulting
The
Phases of Consulting
Five
Phases of Organization Development
Management
Consulting Cycle
Consulting
Process Models
The
Organization Development Cycle
How Consultants Customize Their Approaches
Depends on the Type of Consultant
If they are private practice consultants, then they probably are specialists
in their particular profession, which often requires certification or licensure
in the profession. However, they very often use highly collaborative and facilitative
approaches with their clients.
If they are technical consultants, then they probably are specialists whose
work is often highly specific and procedural in nature. Thus, they might mostly
offer expert advice and be rather predictable in how they work.
If they are management and organizational development consultants, then they
probably are a mix of specialists and generalists. They might use a variety
of approaches ranging from offering expert advice to conducting spontaneous
coaching conversations.
Depends on Their Training
Their approach to their work depends on their training in a certain philosophy
and associated model. For example, coaches might use a specific model focused
on life coaching or performance coaching. Trainers might use a certain model
to design their curriculum, such as ADDIE or SAM. Managerial consultants might
specialize in a certain practice, such as leadership development or strategic
planning. Organizational consultants might focus on a certain organizational
performance model, such as management by objectives or the Balanced Scorecard.
Depends on the Nature and Needs of Their Clients
However, all professional consultants should be able to accommodate the nature
of the individual client and the culture of the client’s organization. For example,
some clients learn especially from frequent interaction with the consultant.
Others prefer frequent time alone to reflect and re-energize themselves.
Some organizations are clearly and consistently structured in how they operate,
including how they make decisions and solve problems. Decisions require extensive
communication and formal approval. Other organizations are more adaptable and
decentralized. Decisions require discussions and consensus.
Also see How
to Choose Which Strategies (Interventions) to Use for Change .
Example of an Approach to Consulting:
Collaborative Consulting
The collaborative consulting process is based on the work of psychologist Carl
Rogers, Peter Block and others. It is not a specific model as much as a mutual
way of working through the general process for the consultant and client during
a consulting project. This type of process is widely used in consulting to solve
complex problems and achieve major goals in organizations.
Collaborative
Consulting for Performance, Change and Learning
One version of the process includes the following general sequence of phases.
They are highly integrated and often cyclical in nature.
Guidelines
and Resources for Contracting Phase of Consulting
Guidelines
and Resources for Discovery Phase of Consulting
Guidelines
and Resources for Action Planning Phase of Consulting
Guidelines
and Resources for Implementation Phase of Consulting (see Note 1)
Guidelines
and Resources for Project Evaluation Phase of Consulting
Guidelines
and Resources for Termination Phase of Consulting
Note 1. If the focus of the consulting is on accomplishing significant change
in an organization, then the Implementation Phase should be embellished with
Guidelines,
Methods and Resources for Organizational Change Agents
Resources for Starting a Consulting Business
This topic assumes that you already have some expertise that you could provide
to clients in exchange for a fee and that you also have a good understanding
of a consulting process as described in this overall topic, and that you also
are thinking about starting a business to be a professional consultant. The
guidelines in this topic are focused on helping you to start a new organization
or expand a current organization.
Are You Really an Entrepreneur?
Are
You Really an Entrepreneur?
Preparation for Starting a New Venture
10 Tips To Become a Small Business Consultant
So You Want to Be a Consultant?
How
to Become a Consultant: 9 Steps to Doing it Right
10
Steps to Become a Self-Employed Consultant
Developing Your Organization
Starting a New One?
Should
You Start a For-Profit or a Nonprofit?
Starting
a For-Profit Organization
Starting
a Nonprofit Organization
How
To Get Started In Consulting
Planning Your New Organization
Preparation
for Starting a New Venture
Strategic
Planning
Business Planning
Deciding the Legal Structure of Your New Organization
U.S.
Enterprise Law — Forming Organizations
Or Expanding a Current Organization?
Or Starting a New Product or Service?
Marketing Your Services, Getting Clients
Marketing Your Organization, Product or Service
Social
Networking
Need Clients? The 5 Best Ways to Market Your Consulting Business
How to Promote Your Consulting Business
Word of Mouth Marketing for Consultants
5 Common Myths About Marketing Your Consulting Business
Sales — Getting and Keeping Clients
Sales
Close More Business (Get More Clients)
Customer Service
Customer Satisfaction
Close More Business (Get More Clients)
Bouncing Back After Losing a Big Client
How
to Successfully Hire and Work With an Excellent Consultant
Proposals and Contracts
Responding to Request for Proposals
You might develop a request for proposal (RFP) and provide it to many potential
consultants, asking them to respond with proposals. This section will be helpful
when developing an RFP.
Best
Standard Process for Responding to RFPs
10 Things You Need to Know When Responding to an RFP
How to respond
to an RFP with no fear
Red-Hot
Tips on How to Respond to an RFP and Win that Deal
Proposals
Consultants usually respond to RFPs with a proposal that specifies how they
can meet the requirements in the RFP.
How to Write
a Proposal: The Last Guide You’ll Ever Need
Guidelines
for Writing Project Proposals
anatomy of a proposal
How to Write a Proposal As a Consultant
Contracts
See Guidelines
and Resources for Contracting Phase of Consulting
Some Challenges in a Consulting Business
Fees and Getting Paid
Set Your
Consulting Fees Using These 5 Tried-and-True Methods
How to Make Sure You Always Get Paid as a Freelancer or Consultant
Is
It Time to Consider a Fixed Fee for Your Consulting Services?
Consultant’s Crack the Billable Hour Ceiling
Dealing With Clients
Types
of Clients (to answer critical question: “who is current
client?”)
How
to Fire Bad Clients
Defining Success Between Consultants and Clients
When to Bail from a Project
When to Bail from a Consulting Project
Minimizing Risk
When
Should Consultants Buy Liability Insurance?
Minimize Consulting Liabilities and Risk
Risk Management
Staying Centered as a Consultant
Work-Life
Balance
Personal Wellness
Test Your Knowledge of the Field of Consulting
Take this online quiz.
To Develop Your Consulting Skills
It is not enough to just have strong interpersonal and technical skills to
be a highly competent consultant. You also need consulting skills.
Why
Consulting Skills?
There are many resources from which consultants can start and market a consulting
business. However, there are very few programs in which consultants can further
develop their skills to solve problems or achieve goals in the clients’ organizations.
Consider the following resource, the
Consultants
Development Institute
For the Category of Organization Development:
To round out your knowledge of this Library topic, you may
want to review some related topics, available from the link below.
Each of the related topics includes free, online resources.
Also, scan the Recommended Books listed below. They have been
selected for their relevance and highly practical nature.
